Improving the regularity of monthly assessment and planning sessions in Philkraft Wellness Corporation

Date of Publication

2017

Document Type

Master's Thesis

Degree Name

Master of Business Administration

College

Ramon V. Del Rosario College of Business

Department/Unit

Decision Sciences and Innovation

Thesis Adviser

Jaime T. Cempron

Defense Panel Member

Rachel A. Quero
Azenith H. Castillo
Patrick Adriel H. Aure
Maria Victoria P. Tibon
Brian C. Gozun

Abstract/Summary

In any sales company, collaboration between sales and marketing teams re deemed very important. Without a clear understanding of the roles of each team in the overall planning and evaluation of promos and programs and how they fulfill these roles cohesively may cause confusion in marketing and sales strategies and eventually, may hurt the company's bottom line. The unclear assessment is brought about by irregularity of planning sessions held by the sales and marketing teams of the WINGS Business unit in Philkraft Wellness Corporation. Different tools that were used in this project are the 5 whys, force field analysis, three types of inquiry and the ladder of inference. Informal discussions, one on one meetings and group meetings were held to identify the issue and agree on an intervention. The intervention during the first cycle of this action research focused on is to regularize monthly assessment and planning sessions (MAPS) within the unit. In each cycle, a Gantt chart was prepared to ensure timeliness and monitoring of activities. The group became successful in terms of regularizing the MAPS, although as the group evaluated, a noticeable low participation among those in levels 3 and 4 of Sales. The feedback and ideas from these people are very much needed because they are the ones on field. Still monitoring the regularity of MAPS, Cycle 2 became an improvement of cycle 1 in terms of increasing participation during the meetings. The upper sales and marketing people agreed to employ coaching and simple reward programs to increase their participation. Prior to the action research, planning and assessments are being done during sales and marketing meetings which are not held on defined dates or days and only involves the level 1 and 2 of sales and level 1 of marketing. This resulted to confusion in the overall implementation of strategies. Because of this action research, MAPS has emerged and key programs were established. This also fostered stronger collaboration between sales and marketing, not just the higher ups, but down the line.

Abstract Format

html

Language

English

Format

Electronic

Accession Number

CDTG007153

Shelf Location

Archives, The Learning Commons, 12F Henry Sy Sr. Hall

Physical Description

1 computer disc ; 4 3/4 in.

Keywords

Business enterprises--Philippine--Finance; Corporations--Philippines--Finance; Philkraft Wellness Corporation

Upload Full Text

wf_no

This document is currently not available here.

Share

COinS